Acknowledgments xv Introduction xvii 1 First Things First: Why Consulting? 1 Chapter Overview 1 Consulting: What Is It? 1 Why a Consulting Career? 3 Explore Your Experiences 4 Inventory Your Competencies 6 Assess Your Consulting Aptitude 9 Pull It Together: Your Initial Consulting Focus 11 Entrepreneur Attitude: Do You Have What It Takes? 13 Quick Start Action: Questions to Ask a Consultant 17 Quick Start Lists 19 2 Planning Your Consulting Future 21 Chapter Overview 21 Your Preferred Future 21 Will Consulting Lead You to Your Life Goals? 26 Professional, Financial, Personal, and Health Considerations 31 Identify the Changes You Will Need to Make 35 Quick Start Action: Create Your Personal Expense Plan 38 Quick Start Lists 40 3 Dollars and Sense 41 Chapter Overview 41 Establish a Start-Up Budget 41 Put a Price on Your Head 47 Calculate Required Revenue 50 Fill Out Financial Forms 57 Quick Start Action: Setting Your Fee 58 So What''s It Take to Get Off the Ground? 62 Quick Start Lists 63 4 Taking Care of Business 65 Chapter Overview 65 Getting Started 65 What''s in a Name? 66 Hire the Best Accountant and Attorney 70 Quick Start Action: Find an Accountant and Attorney 72 Determine Your Business Structure 73 Explore Your Banking and Insurance Needs 82 Check Local Zoning Laws, Licenses, and Taxes 87 File Legal Documentation 88 Quick Start Action: Your First To-Do List 89 Quick Start Lists 91 5 Your Business Plan 93 Chapter Overview 93 Are Business Plans Really Necessary? 93 Write Your Plan 101 Plan to Use Your Business Plan 109 Quick Start Action: Plan a Review 111 Quick Start Lists 112 6 Make the Switch Painlessly 113 Chapter Overview 113 Gain Consulting Experience Before Leaving Your Job 113 Determine Your Transition Plan 118 Quick Start Action: Plan with Your Family 124 Quick Start Lists 126 7 Setting Up Your Office--or Not 127 Chapter Overview 127 Office Location Options 127 Set Up Your Office 131 Paper, Paper Everywhere! 135 What About a Website? 146 Quick Start Action: The App Age 148 Quick Start Lists 150 8 Finding Clients 151 Chapter Overview 151 Determine Your Market Niche 151 Quick Start Action: Is There a Client Base? 156 Who''s Your Competition? 158 Identify Your First Clients 164 Land Your First Work 167 Quick Start Action: Make a Sale to Solve a Problem 176 Quick Start Lists 177 9 Marketing 179 Chapter Overview 179 What Is Marketing? 179 The ABCs of Marketing 180 Create Your Marketing Plan 181 Build Your Marketing Plan 185 Marketing on a Shoestring Budget 196 Quick Start Action: Grab Attention with Your Headlines 199 Write Winning Proposals 200 Track Your Clients 204 Tips to Become a Better Marketer 206 Quick Start Lists 208 10 Surviving the First Year 209 Chapter Overview 209 Take Care of Your Health 209 Manage Your Time 211 Establish Good Business Habits 215 Delight Your Clients 217 Balance Your Life 218 Take Advantage of Being Your Own Boss 222 Did You Hear the One About the Consultant . ? 224 Quick Start Lists 227 11 So, Now What? Year Two and Beyond 229 Chapter Overview 229 Assess Your Progress 229 Quick Start Action: Review Your First Year with Your Family 231 Plan Your Next Steps 232 Bring It All Together 239 Quick Start Action: Review Your First Year with a Colleague 244 ebb''s 13 Truths to Ponder 244 Quick Start Lists 248 Electronic Resources 249 Reading List 251 About the Author 255 Index 257.